Many businesspeople and salespeople leave their offices at the end of the day without a valuable, measurable, and presentable sales outcome. Its easy to see why: With distractions flowing from all directions, businesses and salespeople need to focus on what matters to achieve results. After all, successful selling is a lot like skiingwhile the layperson uses force, the professional relies on technique. Steffen Ritter, one of Germanys leading consultants for sellers and agents, explains how you can join top performers in this energy-efficient guide to automating the sales process to boost revenue. Learn how to: create new habits to make sales easier; contact customers systematically; provide the right customers with the right service; and create value for customers on a continuous basis. By taking a tour highlighting how salespeople, employees, and customers think, youll be equipped to change your thinking to forge stronger and more profitable connections with prospects. In our modern world, automated methods provide a reliable basis for successful, sustainable sales. It is time for you to fully realize that selling can be smooth and easy. Sales can be automated!
The days when a salesperson could carry the company catalog around in his or her head have disappeared. From high-tech to low-tech industries, today's salesperson often represents thousands of products available in countless permutations. According to Thomas Siebel and Michael Malone, although more than 500 companies are rushing to market with information technology to aid millions of salespeople world wide, these systems are destined to fail. Why? Because, the authors argue, they focus only on improving efficiency, rather than on increasing the effectiveness of the selling process. Instead, Siebel and Malone demonstrate the need to incorporate Sales Force Automation (SFA) within an overall philosophy that supports the sales force by fully informing sales reps to assist them in real selling, not just data recording and analysis. The authors show how this new vision, called Virtual Selling, will spearhead a new generation of SFA design to provide powerful tools -- from opportunity management systems and marketing encyclopedias to product configurations and team selling across multiple distribution channels -- which will enhance customer contact and heighten the effectiveness of the sales representative. By assuming the larger role of "point person" at the center of every transaction, the members of what the authors call the "Informed Sales Force" will resemble independent entrepreneurs directing their own business by developing long-term customer relationships, generating proposals, managing the configuration and creation of products, and providing customer service and support. Siebel and Malone explain how this reengineering of sales can enable firms to achieve the perfect balance between the needs of sales and the operations of the rest of the company. Finally, the authors reveal how, in their equation, the Informed Sales Force uses Virtual Selling to reach Total Sales Quality, with great leads, smart pitches, irresistible closes, and above all, sales. The potential benefits of SFA to business are enormous, from cutting costs to boosting productivity and revenue. Siebel and Malone's innovative and inspiring approach to this important subject will enable corporate managers and sales professionals in all industries to transform the virtual selling vision into reality.
This book exposes the reader to a comprehensive overview of instructional design using the Instructional Systems Design (ISD or ADDIE) model and project management techniques based on the framework and standards of the Project Management Institute and the Project Management Body of Knowledge (PMBOK) Guide best practices. Throughout the book, ADDIE and project management are united in a four-step combo. Readers are taught to groove two disciplines to one beat. Project Management Skills for Instructional Designers is intended to captivate the interest of the following audience: instructional designers, training managers and directors, training consultants, human resources managers, performance consultants, and project managers. This practical guide uses the creative approach of storytelling to present the content in a way that is realistic and sequential to the way an instructional designer may work. A case scenario where an instructional designer is given a mandate by the boss to design, develop, and deliver automated sales management training is the story line around which the two disciplines are applied in the four-step combo.
Contrary to the popular belief, sales people don’t rely on “the gift of the gab” to be successful. Actually, the opposite is true. The best sales professionals spend far more time asking and listening than they do talking and selling. They ask questions of their customers; they ask questions of their colleagues, and they ask questions of their managers. If Oxford defines curiosity as the strong desire to know or learn something, then by that definition, sales people are curious by nature. In fact, that’s how sales professionals learn to be professional in the first place. This is a collection of practical answers to questions sales people ask most. Written by Susan A. Enns, a professional sales coach with a proven track record of sales excellence over her 30 plus year career. Her accomplishments include consecutively being the top sales rep in Canada, managing the top sales branch, and achieving outstanding sales growth in a national channel sales organization. She has written several books about sales and sales management and has created numerous automated sales tools. Her work has been published in several locations numerous times and has sold on five separate continents. As such, over the years, Susan has been asked many questions by many sales people. After a while, she saw that sales people, regardless of their experience, the products they sell, the industries in which they operate, or the countries where they sell, all share similar curiosities. In other words, although the wording may be different when asked in an email or when asked in person, sales people all ask the same questions, the most common of which are answered in this ebook. As the old saying goes, the only stupid questions are the ones unasked. As a sales professional, you should never be afraid to “Ask the Sales Coach” because you will learn so much from the answers! - "Susan really knows the selling world. She's honest, articulate, bright, giving, highly competent, personable and a top professional. Welcome her. It's the right thing to do." - "Our company hired Susan as our sales coach. She has helped me make more appointments, close more deals and make more money. The 3 most important concepts in sales. I would recommend any sales force hire her to help boost business sales". - "Susan ...understands the sales process intimately and is able to create a management process around it that drives sales people to accomplish their goals." - "Susan knows her stuff. She brings many years of great sales experience and success to anyone who wished to improve their skills in sales. She is very personable, and is not afraid to tell it like it is. I would recommend anyone (and I have) to Susan, her website, her books if you want to become a better sales person." - “Thanks for the training… I made my quota this year in May!”
Cited five times by the Minnesota Court of Appeals, the new edition of Stein on Probate is the most comprehensive, authoritative, and practical reference on Minnesota probate law available. It expounds and explains in an orderly way on the rules and procedures governing the administration of a decedent's estate, including Minnesota's income tax, inheritance tax, and estate tax collection procedures. Beginning with a discussion of what to do when death occurs, it describes each of the actions required and the options available in every phase of estate administration - from the original application through the final distribution. This valuable resource contains virtually all of the primary authorities an attorney or personal representative would commonly use in administering a decedent's estate: the relevant statutes; the multi-party accounts act; the Minnesota inheritance tax law; the federal estate tax law; and the various Minnesota county court rules pertaining to probate proceedings.
Use data, technology, and inbound selling to build a remarkable team and accelerate sales The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business and author Mark Roberge has actually done it using a unique methodology that he shares with his readers. As an MIT alum with an engineering background, Roberge challenged the conventional methods of scaling sales utilizing the metrics-driven, process-oriented lens through which he was trained to see the world. In this book, he reveals his formulas for success. Readers will learn how to apply data, technology, and inbound selling to every aspect of accelerating sales, including hiring, training, managing, and generating demand. As SVP of Worldwide Sales and Services for software company HubSpot, Mark led hundreds of his employees to the acquisition and retention of the company's first 10,000 customers across more than 60 countries. This book outlines his approach and provides an action plan for others to replicate his success, including the following key elements: Hire the same successful salesperson every time — The Sales Hiring Formula Train every salesperson in the same manner — The Sales Training Formula Hold salespeople accountable to the same sales process — The Sales Management Formula Provide salespeople with the same quality and quantity of leads every month — The Demand Generation Formula Leverage technology to enable better buying for customers and faster selling for salespeople Business owners, sales executives, and investors are all looking to turn their brilliant ideas into the next $100 million revenue business. Often, the biggest challenge they face is the task of scaling sales. They crave a blueprint for success, but fail to find it because sales has traditionally been referred to as an art form, rather than a science. You can't major in sales in college. Many people question whether sales can even be taught. Executives and entrepreneurs are often left feeling helpless and hopeless. The Sales Acceleration Formula completely alters this paradigm. In today's digital world, in which every action is logged and masses of data sit at our fingertips, building a sales team no longer needs to be an art form. There is a process. Sales can be predictable. A formula does exist.
North Carolina Criminal Law and Procedure extracts the statutes pertinent to criminal law and procedure, controlled substance law, corrections and many related topics. Our staff of lawyer-editors has closely tracked the changes to North Carolina's criminal laws during the recent legislative session and has reviewed and expanded the scope of this volume accordingly. North Carolina Criminal Law and Procedure has been designed for ready reference. Its topical index helps you access applicable points of law instantly. No other publication brings together relevant criminal law in such an easy-to-use format.
Technology. Deregulation. Privatisation. Globalisation. No financial service business is immune to these forces, as they feed on each other in a whirlwind of change. These changes will require a revolution in the way all organizations are managed, demanding: New competitive strategies Alliances and mergers Business intelligence Risk management Quick responses Driving strategic change in financial services outlines the important trends and political decisions which have transformed the financial services industry. It examines how organizations are responding to the new industry models by implementing new strategies, new structures and new management systems. Five senior executives describe how they have each helped to create and implement a practical vision for their organizations.
Connect the Dots Connect the Dots is a take-everywhere-you-go playbook for small and medium business-owners and would-be entrepreneurs. The author uses his 30-plus years of practical experience as a corporate executive – and failed businessman! – to create a handy, practical guide that helps business owners and would-be entrepreneurs avoid the many pitfalls and bridge the numerous chasms. The ultimate read for 21st century entrepreneurs. This book is for you. Urging you to connect the dots between your business, customers and the bottom line and staying with you while you draw that line with a firm hand. Do let me know how it goes at [email protected] Happy entrepreneuring! John Lincoln Author Dubai and San Francisco
Multiply the effectiveness of your campaigns with marketingautomation Marketing automation technology has been shown to dramaticallyincrease lead conversions and average deal sizes as well asimproving forecasting and customer segmentation. A subset of CRM,it focuses on defining, scheduling, segmenting, and trackingmarketing campaigns. This friendly book demystifies marketingautomation in straightforward terms, helping you leverage the toolsand handle the processes that will enable a seamless integrationwith your CRM program. Learn to establish a buyer profile, assessyour needs, select tools, create a lead scoring model, and muchmore. Marketing automation is a next-generation, CRM-related tool forincreasing lead conversions and improving forecasting and customersegmentation This book provides an easy-to-understand introduction to thetools and technology, helping you evaluate your current processes,choose the appropriate tools, and follow best practices in makingthe most of them Written by Mathew Sweezey, Marketing Automation Evangelist atPardot (ExactTarget), a leading provider of marketing automationsolutions Covers working with the marketing lifecycle, evaluating yourassets, integrating marketing automation with CRM and with otherprocesses, nurturing your leads, and using marketing automation toreach buyers via e-mail, social media, and more Marketing Automation For Dummies is the ideal guide toget you up and running with marketing automation, putting yourbusiness on the cutting edge and enhancing yourcompetitiveness.
Make Information Governance Work : Best Practices, Step-by-Step Tasks, and Detailed Deliverables Most enterprises recognize the crucial importance of effective information governance. However, few are satisfied with the value of their efforts to date. Information governance is difficult because it is a pervasive function, touching multiple processes, systems, and stakeholders. Fortunately, there are best practices that work. Now, a leading expert in the field offers a complete, step-by-step guide to successfully governing information in your organization. Using case studies and hands-on activities, Anthony Giordano fully illuminates the “who, what, how, and when” of information governance. He explains how core governance components link with other enterprise information management disciplines, and provides workable “job descriptions” for each project participant. Giordano helps you successfully integrate key data stewardship processes as you develop large-scale applications and Master Data Management (MDM) environments. Then, once you’ve deployed an information asset, he shows how to consistently get reliable regulatory and financial information from it. Performing Information Governance will be indispensable to CIOs and Chief Data Officers…data quality, metadata, and MDM specialists…anyone responsible for making information governance work. Coverage Includes Recognizing the hidden development and operational implications of information governance—and why it needs to be integrated in the broader organization Integrating information governance activities with transactional processing, BI, MDM, and other enterprise information management functions Establishing the information governance organization: defining roles, launching projects, and integrating with ongoing operations Performing information governance in transactional projects, including those using agile methods and COTS products Bringing stronger information governance to MDM: strategy, architecture, development, and beyond Governing information throughout your BI or Big Data project lifecycle Effectively performing ongoing information governance and data stewardship operational processes Auditing and enforcing data quality management in the context of enterprise information management Maintaining and evolving metadata management for maximum business value
This book constitutes the refereed proceedings of the 4th International Conference on Case-Based Reasoning, ICCBR 2001, held in Vancouver, BC, Canada, in July/August 2001. The 36 revised full research papers and 14 revised full application papers presented together with 3 invited papers were carefully reviewed and selected from 81 submissions. The papers address all current foundational and theoretical aspects of case-based reasoning as well as advanced applications in a variety of fields.
Did you skip Sales Proposals 101 in college? If your proposals put people to sleep, this book is your wake-up call. Sales Proposals Kit For Dummies will have you writing top-notch sales proposals and closing the deal in no time. If part of your job is writing sales proposals, you know what a pain they can be. If you want your proposals to blow your audience away, let expert Bob Kantin show you how. With his advice, you’ll be creating sales proposals that prove your understanding of the buyer’s business, present a viable business solution, and demonstrate your ability to deliver the goods. With Sales Proposals Kit For Dummies, you’ll discover how to: Write an unbeatable proposal Get to know your buyer Evaluate your proposal from the buyer’s perspective Sell yourself and your organization This book is loaded with information that will help you write winning proposals, whether you’re a first-time proposal writer or a seasoned sales professional. It presents a proven and effective sales proposal structure and content guidelines that work for any size or type of business. With simple, step-by-step instructions and delightful cartoons, Sales Proposals Kits For Dummies makes writing a sales proposal fun and easy. You’ll find out: What every great proposal must include How to make the boring stuff interesting How to package and present the proposal How to team with the buyer to design the perfect proposal The differences between internal and external proposals Ten things a buyer expects in a proposal The book also includes a helpful CD-ROM packed with the specialized tools you need to develop perfect proposals, including a tool that lets you rate your proposal objectively and plenty of samples you can use for guidance. Whether you just want to sharpen your proposal-writing skills or you need help writing your first proposal, Sales Proposals Kit For Dummies is the friendly, straightforward guide that will help you land the big deal.
Offering telecom service providers a survival strategy based on customer-centered marketing, this forward-looking resource helps strategic planners and managers assess their company's market potential and target desirable segments successfully.
This book constitutes the throughly refereed post-proceedings of the 4th International Conference on Intelligent Data Engineering and Automated Learning, IDEAL 2003, held in Hong Kong, China in March 2003. The 164 revised papers presented were carefully reviewed and selected from 321 submissions; for inclusion in this post-proceedings another round of revision was imposed. The papers are organized in topical sections an agents, automated learning, bioinformatics, data mining, multimedia information, and financial engineering.
From Federal Express's package tracking Website, to Amazon.com, netcentric computing has been evolving, slowly-but-surely, one solution at a time, since the early 1990s. Over the past year or so, the trickle has grown into a torrent of netcentric innovations of wider and wider scope, developed in companies around the globe. Now, a new enterprise computing paradigm has sprung into being. Until now, there has been no comprehensive netcentric model, clearly defined netcentric system architecture, or established set of guiding principles to help you gear up for this next stage in the evolution of enterprise computing. written by the experts at Andersen Consulting, Netcentric and Client/Server Computing: A Practical Guide, offers you this and more. Of course, a book can never take the place of experts who wrote it, but this revised, updated, and expanded edition of Andersen Consulting's noted guide is an important first step in acquiring the knowledge and skills you need to bring netcentric capabilities into your organization. You'll learn from 13 acknowledged world experts what netcentric computing is, how it works, and how you can use it to provide your organization with an unstoppable competitive edge. Based upon their experiences with mission-critical netcentric implementations at 100 of the most successful business organizations on the planet, these experts explain how netcentric computing can help you enable new business capabilities. Using dozens of fascinating case examples, they show you how to seamlessly integrate computing, communications, and knowledge resources in order to forge solid links among your company's employees, units, customers, suppliers, and partners, regardless of time, location, device, or content. And, they provide priceless advice and guidance on how to exploit the endless array of possibilities provided by netcentric computing to develop exciting new customer services, identify new markets, cut costs, engineer internal processes for improved business performance, and more. Netcentric and Client/Server Computing is divided into four, self-contained sections for ease of reference. Section I introduces you to basic netcentric principles and concepts, provides an overview of state-of-the-art in netcentric computing models, and develops a solid business case for netcentric computing. Section II acquaints you with the various technologies involved and describes a comprehensive netcentric architecture. Section III is devoted to crucial analysis, design, and implementation issues, including design specifics for architectures, applications, and networks; rollout strategies; and ongoing management of distributed operations. Section IV explores emerging technologies and their likely impact on the future of netcentric computing.